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WNA Blog Home » Telemarketing Articles

How To Close More Sales

November 26, 2013 | Jenny Cartwright

A common mistake sales people make is trying to close the sale too early and then they lose the opportunity to do so altogether The Balinese have come a long way in their sales techniques since I was last in Bali 14 years ago.  At that time the sales technique was for them to approach […]

How To Make Telesales Easy

October 29, 2013 | Jenny Cartwright

It takes a good while to create an opener for making cold calls or as I call it an “interest grabbing statement”.  I thought I would cover how you can make coming up with an idea a bit easier for yourself. Why not find a way your product or service can make things easier for the […]

How To Make A Sales Appointment

September 24, 2013 | Jenny Cartwright

The most important thing to remember when making appointments is that you are selling the appointment, not your product or services. Therefore, you do not want to be talking too much.  You can expand on what you have to offer when you get to the appointment. 1.      What you need is your opening statement (something […]

The Art of Questioning on a Telephone Sales Call

August 27, 2013 | Jenny Cartwright

Questioning in the sales process is so powerful when the technique is applied correctly. After you have grabbed the customer’s interest with an opening statement, you need to ask questions to find out what the customer really wants. It is almost as if you have to do this in order to earn the right to […]

10 Ways To Find Prospects To Call

July 30, 2013 | Jenny Cartwright

Remember 80% of your current business comes from 20% of your existing customers so it is important to call existing customers on a regular basis. However, as you know in sales, it is important to keep filling the pipeline with potential customers  (i.e. prospects). Cold calling is therefore vital to practice in order to stay […]

My Three-Pronged Sales Strategy

June 25, 2013 | Jenny Cartwright

What is the three-pronged sales strategy? When you call a prospect and they immediately say they do not want what you are offering, have another couple of products or services up your sleeve that you can offer as alternatives. This achieves two things: it lets customers know what else you do (often they do not […]

How to Motivate a Customer to Buy

May 21, 2013 | Jenny Cartwright

Customers are motivated to buy for their reasons, not ours, and deep down, they buy a benefit you offer for one of two reasons: to avoid pain or gain pleasure. To be an excellent salesperson it is important for you to recognise whether a person is a “towards pleasure” person or an “away from pain” […]

Are You Guilty of Leaving one of these Voicemail Messages?

April 23, 2013 | Jenny Cartwright

When I was in hospital a couple of years ago, I was able to experience something I have never thought about before, regarding the way people use the phone. I was totally dependent on getting my voicemail messages from my office phone each day so that I could respond within three or four hours. Enquiries […]

How to Persuade a Customer to Change from their Current Supplier to You

March 26, 2013 | Jenny Cartwright

I reckon 90 per cent of the people you call when you are prospecting already have a supplier for what you are offering. I hope you don’t take that as an objection and put the phone down thinking there is no possibility to work with them. You need a strategy to handle this situation. When […]

How To Get Past The Gatekeeper

December 12, 2012 | Jenny Cartwright

Are you or yours sales team having trouble getting through the gatekeeper when making telesales? Use these tips by Jenny Cartwright to prepare for tough gatekeepers and learn what answers to have ready to manage their questions.